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Who is covering which accounts, how to measure it, and what to do about the gaps.
What a newly hired rep should be given on day one from the book they inherit: the accounts ranked by revenue with days since last touch, the returning lines that were bought and dropped, the dormant accounts with their cadence and run rate, the open deals with slip counts, and the tier cadence that says who to call first. A ninety-day plan in three lists, the measures that say whether the ramp is on track, and why it beats a week of shadowing.
16 Sept 20263 min readAccount penetration rate defined, accounts buying over accounts in a stated universe, the four denominators it is computed against and what each answers, the target list, the estate, the segment universe and the installed base, a worked example per rep against a target list, the roll-up, the identity to the universe file, and why a penetration rate with no stated universe is a percentage of nothing.
16 Sept 20262 min readHow a builders' merchant or trade supplier measures what happens after a trade account is opened, from the account master and the ledger: accounts opened per branch, the share with a first purchase within thirty days, the share still buying at six months, the median first-purchase value, and the branches and account openers whose funnel leaks at each step, so that the opening effort produces customers rather than records.
16 Sept 20262 min readHow an oilfield services company weights its operator coverage by current activity from public rig and permit data: operators ranked by active rigs or permits per basin, the company's revenue with each, the activity-weighted coverage per basin, and the list of operators drilling most where the company is least, valued at revenue per rig from the operators it serves fully.
16 Sept 20262 min readHow an accounting firm turns the data it already holds from compliance work into an advisory pipeline: the events in a client's filed accounts and returns, turnover crossing a threshold, a first overseas sale, R&D spend appearing, a director's loan, a property purchase, that map to an advisory service, the clients with a trigger and no service, valued at the firm's own fee for that service, and the partner list that comes out each filing season.
16 Sept 20263 min readHow a trading desk measures whether its axes reach the clients who trade them, from the axe log, the distribution records and the blotter: axes sent per client per product, axes traded within a stated window, the clients who receive many and trade none, the clients who trade the desk's axes but receive few, the salespeople whose distribution lists have not changed in a year, and the identity that trades against axes sit inside the blotter.
16 Sept 20262 min readThe difference between cadence, the expected interval between events for an account, from its tier for touches or from its own history for orders, and recency, the days since the last event actually happened, why every list on this site is recency against cadence rather than either alone, the two cadences, tier cadence for effort and own cadence for behaviour, and the four readings that come from putting the two columns beside each other.
16 Sept 20262 min readHow an asset manager's distribution team measures net flows per strategy by channel from the transfer agent and platform data, sets each strategy's expected channel mix from its own peers in the range, and finds the strategy that is under-distributed in one channel while the range as a whole looks fine, without ever naming an end client.
16 Sept 20263 min readHow an asset manager's institutional team measures its coverage of investment consultants from the consultant master, the ratings file and the contact log: consultants ranked by the assets they advise in the manager's strategies' classes, the manager's rating status at each, contact recency against a stated cadence, the consultants who advise the most and rate the manager least, and the mandates won and lost by consultant that say which relationships convert.
16 Sept 20263 min readHow a wealth manager measures days since last contact per client and per adviser from the CRM and the book, why the top tier's silence matters most, and how to turn it into a weekly list that reaches the adviser before the client calls to transfer out.
16 Sept 20264 min readHow an industrial distributor or trade supplier finds the repeat cash and card customers at the counter who have no trade account, from the point-of-sale export: repeat visits matched on card token or phone, spend per month, the items they buy against what account customers of that size buy, the value of converting them, and the branch list that turns a cash customer into a covered account.
16 Sept 20262 min readCoverage is accounts touched at cadence over accounts assigned, and what a touch is, who the account is and what the cadence should be all change with the desk. This hub sets out, for twelve industries, the unit of account, the qualifying touch, the cadence a tier typically carries and the export the measure comes from, with a link to the full guide for each.
16 Sept 20263 min readWhy pipeline, forecast and win rate all rest on whether anyone contacted the account, and how any B2B sales team measures coverage from CRM activity: untouched accounts, rep load, territory trend against plan, and the reconciliation to invoiced revenue.
16 Sept 20263 min readThe complete coverage calculation worked on a book of ten accounts small enough to check by hand: the tiers and cadences, the activity log, which touches qualify, which accounts are covered at cadence, the coverage ratio by count and by value, the untouched list ranked by revenue, the roll-up identity, and the data quality score, so that a reader can reproduce every number and then run the same arithmetic on their own export.
16 Sept 20263 min readA dormant account is one silent beyond a multiple of its own cadence, and the cadence runs from twice a week to once a year depending on the desk. This hub sets out, for twelve industries, the typical cadence, what silence looks like in that industry's data, the threshold that follows, the run rate that values the account, and the seasonal trap in each, with the full guide for each desk.
16 Sept 20263 min readThe complete dormancy calculation on ten accounts small enough to check by hand: each account's order dates, its own cadence as the median gap, days since the last order, the multiple that makes it dormant and the ceiling that makes it lost, the seasonality flag, the run rate before the silence, the states that sum to ten, and the recovery list ranked by run rate, so a reader can reproduce every figure and then run it on their own export.
16 Sept 20263 min readHow a foodservice distributor measures share of each restaurant's purchasing by category from the order system, watches drop frequency for the early sign of a lost account, and builds the route list, reconciled to invoiced sales.
16 Sept 20263 min readHow an FMCG or CPG brand finds the stores that carry the category but not its SKUs from the sell-out files distributors already send: the store-by-SKU grid, the channel-specific range, the valued void list per region and distributor, and the reconciliation to reported sell-out.
16 Sept 20263 min readHow a sports organisation measures whether each partner or box holder actually uses the hospitality they pay for, from the access control and booking data: seats used against seats held per fixture, the yield across the season, the partners whose usage fell before their renewal conversation did, the fixtures where empty seats concentrate, and the resale or reallocation that the empty seats support.
16 Sept 20262 min readWhy a single dormancy threshold of 90 or 180 days is wrong for most of the book, how to set the threshold per account from its own order cadence, the multiple that separates a late order from a lost account, the roll-up per rep, and the two lists that come out: recently dormant accounts to recover and long-dormant accounts to reclassify.
16 Sept 20262 min readA step-by-step method for a sales leader building a coverage model from data already held: define the touch, build the roll-up hierarchy, compute coverage per rep against a tier cadence, reconcile it to the ledger, and produce the weekly untouched list. Each step with the export it needs, the check that proves it, and the mistake that most often undoes it.
16 Sept 20263 min readA reading guide for a sales manager opening a coverage table on Monday: the three columns to look at first, coverage at cadence, untouched revenue, and the data quality score, in that order, why the order matters, what a movement in each means, the two columns to ignore until the first three are read, the row to open, and the question to ask the rep before the one-to-one.
16 Sept 20262 min readA reading guide for a dormant account list: why the run rate column ranks the list and days silent does not, the cadence column as the reason the account is on the list, the multiple that says how many orders it has missed, the seasonality flag that marks the row that should not be there, the lost-versus-dormant boundary, and the two rows to act on, the largest run rate recently dormant and the account whose cadence has lengthened for three periods.
16 Sept 20263 min readHow a compliance team reads its incident and near-miss reports against the activity that produces them, from the incident register and the activity data: reports per unit of activity, transactions, trades, accounts opened, the units well below the firm's own rate, the rate against the unit's audit findings, why a low reporting rate with high findings is a culture measure, and the list of units where the register is quiet and the evidence is not.
16 Sept 20262 min readHow a sports organisation's commercial team measures utilisation of its sponsorship and hospitality inventory per fixture from the sales and delivery records: sold share, delivered share, the unsold inventory valued at rate card, and the fixture-by-fixture pattern that shows which assets sell out early and which never move.
16 Sept 20262 min readHow an education provider measures utilisation of what each institution has bought from the licence register and the usage export: seats or logins active against seats purchased, per programme per institution, the institutions under a stated utilisation ahead of renewal, the ones over it that need more seats, and why a renewal conversation without this number is a price conversation.
16 Sept 20262 min readHow an industrial distributor measures the order lines it could not fill from the order and fulfilment exports: cancelled, substituted and short-shipped lines per branch and per account, the value at the line's price, the items that recur, and the accounts whose order frequency fell after a run of lost lines, so that the stock decision is made on what was lost rather than what was sold.
16 Sept 20262 min readHow a compliance function measures control coverage from the obligations register, the control library and the testing log: obligations with no mapped control, controls past their test date, entities outside their review cycle, and the reconciliation that lets the board pack and the regulator see one number.
16 Sept 20263 min readHow an oilfield services or energy equipment company measures coverage by operator and basin from its own invoices and job tickets plus the rig activity file it already buys: service lines sold against bought, rigs served against rigs active, and the reconciliation to billed revenue.
16 Sept 20263 min readThe difference between penetration and coverage in B2B sales measurement: coverage is accounts touched over accounts assigned, penetration is accounts buying over accounts in the market or the estate. When each is the right measure, how they roll up, why a team can have high coverage and low penetration or the reverse, and the two lists each one produces.
16 Sept 20263 min readHow a freight broker measures whether it is a shipper's primary provider on a lane or the fallback that gets the loads the primary rejected, from the shipper's tender data and the broker's own log: the broker's position in the routing guide, the share of loads tendered to it first, the acceptance it gives when it is first, the lanes where it is backup and wins most of what it sees, and the case to the shipper for moving up the guide.
16 Sept 20263 min readHow an education publisher, edtech or training provider measures programme fit per institution and builds a renewal watch from the CRM and order history: programmes held against eligible, renewals due with no contact, territory coverage per manager, and the reconciliation to invoiced revenue, with no student data involved.
16 Sept 20263 min readHow a distributor measures range per store against a channel-specific SKU list, values each gap at the store's own rate for similar SKUs, and turns the result into a three-line Monday brief per rep that names the store, the SKU and the number.
16 Sept 20263 min readHow an FMCG or CPG brand sets a SKU list per retail channel, measures range penetration per store against it, and avoids the single most common failure in distribution analytics: a void list that expects a convenience store to stock the family multipack.
16 Sept 20263 min readHow a pharmaceutical field force computes reach and frequency per rep, territory and prescriber tier from the CRM call export and the call plan: the definitions, the roll-up that reconciles to the plan, a worked cycle, and the four ways the number is usually wrong.
16 Sept 20264 min readHow a law firm measures cross-referral from its own matter data: the originating partner against the working practice, referral share per partner, the norm from the firm's own book, and the list of clients with a single-practice relationship whose profile says they should have three.
16 Sept 20262 min readHow a wealth management firm measures its new client sources from the client master and the assets and fee records: clients won per source per adviser, assets and first-year fees by source, retention at three years by source from the firm's own history, the advisers whose books grow from client referrals against those dependent on one introducer, and the concentration risk in an introducer that sends a third of a firm's new assets.
16 Sept 20262 min readHow a bank measures referral flow between its commercial, treasury, wealth and card lines from the referral log and the product ledger: referrals made per relationship manager, referrals that became a product within a stated window, revenue attributed, the lines that receive and never send, the owners whose customers hold products in other lines with no logged referral, and the identity that ties referral revenue to the receiving line's ledger.
16 Sept 20262 min readHow a compliance team tracks the gap between regulatory change and control coverage from its own obligation register and change log: obligations added or amended per period, the days each has been live with no mapped control, the business units where unmapped obligations concentrate, the ageing of the mapping backlog, and the identity that every obligation is either mapped, in progress or unmapped with a date.
16 Sept 20262 min readA cross-sell list longer than a relationship manager can work is a report. This guide sets out how a commercial bank measures RM capacity from client counts and contact history, caps the valued gap list per RM at what can be worked in a quarter, and reads the difference between an overloaded RM and an under-covering one.
16 Sept 20263 min readHow a commercial insurance broker builds a ninety-day renewal watch from the policy system and the activity log: every policy expiring in the window, whether remarketing activity has been logged, ranked by premium per producer, and the reconciliation that keeps the watch honest.
16 Sept 20262 min readHow a beverage or food distributor measures route coverage from the sales report it already runs: stores on the route, stores visited, stores that bought, range stocked per store, and the Monday list each rep should get.
16 Sept 20264 min readWhy calls per day and emails sent are the wrong activity metrics, what to measure instead, qualifying touches on assigned accounts against each account's tier cadence, the three activity measures that predict outcomes at most teams, coverage at cadence, touch mix by tier, and first-touch latency, how each is computed from the activity log, and the activity report that a rep can read without feeling surveilled.
16 Sept 20263 min readHow an investment bank's institutional sales desk measures coverage from its own revenue and contact data: which clients each salesperson reaches, which products each client trades with the desk, and the roll-up that reconciles to the benchmark submission.
16 Sept 20264 min readThe sales coverage ratio defined two ways, as accounts touched over accounts assigned and as accounts assigned over accounts in the market, why the first is the one a sales manager can act on weekly, the formula with a cadence per tier, a worked example across three reps, how it rolls up to region and company, the identity that keeps it honest, and the four mistakes that make a coverage ratio meaningless.
16 Sept 20262 min readHow an accounting firm turns time entries and the filing calendar into a weekly list of clients whose returns have not been opened by the date they usually are, why the client's own history is the right norm, the roll-up by partner and office, and the two lists that come out: at-risk deadlines and clients who may have gone elsewhere.
16 Sept 20263 min readHow a customer service or support team rolls tickets up to the account and reads the two signals that predict churn, an account that went quiet and an account whose volume doubled, with proactive coverage of high-value accounts and a reconciliation to the account list and revenue.
16 Sept 20263 min readThe ten questions a business telecoms sales director puts to the account managers, what is site penetration and is the estate current, which sites are near their capacity, which contracts end in the notice window untouched, which orders are stuck in provisioning and where, which customers' estates have closed sites still billed, what is product attach per site against the norm, which customers could co-terminate, which sites went quiet, which account managers cover at cadence, and what changed, each with the table from billing, the estate file, the contract register and the usage export, and the answer to send back.
16 Sept 20263 min readThe ten questions a CRO or sales VP asks at the start of the week, who is not working their book, which accounts are untouched, where is the base leaking, which reps are behind on pipeline, which deals keep slipping, what did we lose and to whom, who is winning without working, where are the reps overloaded, which new accounts are waiting, and what moved, each with the ranked list that answers it, the column it is ranked by, and the reason a dashboard cannot.
16 Sept 20262 min readThe ten questions a head of compliance puts to the business units and the compliance team, which obligations have no control, which controls were not tested on schedule, which findings are past their date and how many times extended, which regulatory changes have no mapping yet, who is overdue on training, which units report nothing, which high-rated issues are open, what will a regulator find first, what did the last audit find that the register did not, and what changed, each with the table from the registers, the identity behind it, and the answer to send back.
16 Sept 20262 min readThe ten questions an asset manager's head of distribution puts to the wholesalers and the institutional team, where is share of wallet lowest, which intermediaries turned, which strategy is under-distributed in a channel, which consultants advise the most and rate us least, which advisers have gone quiet, which platforms are reviewing us, where are the redemptions coming from, what did the roadshow move, which relationships are single-threaded, and what changed, each with the table from the transfer agent and CRM data, and the answer to send back.
16 Sept 20262 min readThe ten questions a head of sales trading puts to the salespeople and the traders, which clients have gone quiet in a product where the desk has not, what is the size-weighted hit ratio by client, which clients are tiered where by flow and hit ratio, which axes reached the clients who trade them, who is covered by one salesperson only, what does the coverage map look like by client and product, does the blotter reconcile to the benchmark submission, which clients receive many prices and trade none, which salespeople's distribution lists are stale, and what changed, each with the table from the RFQ log, the blotter and the coverage file, and the answer to send back.
16 Sept 20262 min readThe ten questions a pharmaceutical commercial head puts to the field and market access teams, what is reach and frequency among accounts that can prescribe, which calls went to blocked accounts, did the formulary win pull through, which territories are balanced on writable potential, which samples moved anything, which accounts have open access and no call, what did the cycle plan say against what happened, where did access change this month, which reps are off plan, and what changed, each with the table from the call log, the access file and the prescription data, and the answer to send back.
16 Sept 20263 min readThe ten questions a club or league's commercial director puts to the partnerships, hospitality and ticketing teams, which partners were under-delivered against what they paid, which inventory sells out early and which never sells, which partners are late to renew against their own history, which hospitality seats sit empty and whose, which members look like hospitality buyers and were never asked, what is the delivery ratio against package discount, which fixtures leave the most unsold, which partners' primary contact changed, what is partner concentration by value, and what changed, each with the table from the contracts, the inventory master, the delivery log and the ticketing ledger, and the answer to send back.
16 Sept 20262 min readThe ten questions a vice president of sales at an oilfield services company puts to the basin managers, which operators are drilling most where we are least, is our operator name mapping complete, what is fleet utilisation by class and basin, which operators cut rental days while their rigs held, which idle equipment could move to a short basin, what is revenue per rig against the operators we serve fully, which operator contracts recompete when, which basin teams cover their operators, what is share of the operator's wallet by service line, and what changed, each with the table from the ledger, the activity feed, the rental ledger and the fleet register, and the answer to send back.
16 Sept 20263 min readHow a merchant that buys planning or project data turns it into a branch prospect list: matching the contractor named on an application to a trade account, listing active projects in the branch's area with no supplying account, valuing each at the project's size, and keeping the overlay separate from the ledger measures it sits beside.
16 Sept 20262 min readHow a sales-trading desk finds the clients whose inquiry or trade count has fallen against their own baseline from the RFQ and trade logs, per product, why a client can be silent on one desk and active on another, the quiet score that ranks them by the flow at stake, and the weekly list that reaches the salesperson before the quarter-end review does.
16 Sept 20262 min readHow a distributor's inside sales team builds a weekly reactivation list from invoiced sales: the dormancy rule that combines a global window with each account's own rhythm, the past-value ranking, the reasons that move an account to a watch list instead, and the branch roll-up that shows how much revenue went quiet.
16 Sept 20263 min readHow to build the untouched accounts report from Salesforce or HubSpot activity: which accounts in each territory have had no two-way contact in the window, ranked by ARR and renewal date, per AE and CSM, with the capacity check that turns it from a list into a plan.
16 Sept 20263 min readEvery desk's analytics ends in a list, ranked by value, with a reason on each row and an owner. This hub gives, for twelve industries, what the weekly list is, what row one typically says, how it is ranked, who works it, and the guide that builds it, so that a reader can see the shape of the output before they see the arithmetic behind it.
16 Sept 20263 min readHow a sales leader measures the days between an account being assigned to a rep and the first logged touch, from the assignment history and the activity log: the median per rep, the accounts past a stated number of days with no touch, the effect on first-year revenue from the team's own history, and why the number is the earliest coverage signal a team has on new business.
16 Sept 20262 min readHow a compliance team measures mandatory training coverage from the learning system export and the HR roster: each person's required modules from their role, completions and expiry dates, the share complete per business unit and per module, the people overdue with the days, the new joiners past their onboarding window, and the identity that every required assignment is complete, overdue or not yet due.
16 Sept 20262 min readWhen a sales rep or account manager leaves, the accounts they owned are at their most exposed and receive the least attention. This page gives a handover checklist for the first thirty days: reassigning every account the same week, ranking the book by value and by risk so the new owner knows where to start, the first-contact deadline per tier, what to capture from the leaver before they go, the contracts and renewals due in the next six months, and the two measures, time to first touch and ninety-day retention of the inherited book, that show whether the handover worked.
17 Sept 20265 min readThe complete axe distribution calculation on ten axes sent by one desk, small enough to check by hand: each axe's instrument, side and the clients it was sent to, the blotter's trades in those instruments within the window, the match rule, axes received and traded per client, the axe hit rate, the client on every list who traded none, the client who traded the desk's axed instrument without being sent the axe, the salesperson's list age, and the assertion that matched trades are a subset of the blotter, so a reader can reproduce every figure and then run it on their own axe log.
17 Sept 20263 min readChurn and dormancy are often used as the same word and measure different things. Churn is a customer who has ended: a cancelled contract, a closed account, a stated decision. Dormancy is a customer who has stopped ordering for longer than their own pattern predicts and has not yet been asked why. This page sets out the two definitions, the formula for each, which businesses have which, how dormancy turns into churn, and why the dormant list is the one that can still be acted on.
17 Sept 20264 min readThe complete hit ratio calculation on ten RFQs from two clients in one product, small enough to check by hand: each inquiry's notional and outcome, the count-weighted ratio, the size-weighted ratio, why the two diverge when a client trades the small tickets and leaves the large, the tier the two clients land in on flow and hit ratio, and the assertion that traded notional never exceeds inquired, so a reader can reproduce every figure and then run it on their own RFQ log.
17 Sept 20262 min readThe complete licence utilisation calculation on five institutions, small enough to check by hand: purchased seats from the register, active seats from the usage export at a stated activity threshold, utilisation this term and the same term last year, the renewal date and value, the retention list under a threshold inside six months, the expansion list at or above purchased, the site licence measured against enrolment, and the assertion that active never exceeds purchased, so a reader can reproduce every figure and then run it on their own exports.
17 Sept 20262 min readA template for reviewing a lost or sharply declining customer: build the timeline from the ledger, the activity log, the service record and the contract file first, then hold the conversation. This page gives the timeline table, the eight questions the data can answer before the meeting, the three that only people can, how to classify the cause, how to turn one review into a rule that finds the next account early, and a copyable one-page form.
17 Sept 20265 min readThe complete lost-line calculation on ten order lines from three accounts at one branch, small enough to check by hand: the order and fulfilment exports joined on order and line, each line's state, shipped in full, short, cancelled for stock, or substituted, lost value at the line's price, lost rate per account, the item that recurs, the account whose order frequency fell after the run, and the assertion that every line is in exactly one state, so a reader can reproduce every figure and then run it on their own exports.
17 Sept 20263 min readThe complete obligation-to-control coverage calculation on ten obligations, small enough to check by hand: each obligation's rating and business unit from the register, the controls mapped to it, the control's testing frequency and last test date, whether the control is on cadence, the obligation's state, covered by a control on cadence, covered by a slipped control, mapped to a retired control, or unmapped, coverage by unit and by rating, the change backlog for the two obligations from this year's regulatory changes, and the assertion that the states sum to ten, so a reader can reproduce every figure and then run it on their own registers.
17 Sept 20264 min readThe complete primary tender share calculation on ten tenders from one shipper on one lane, small enough to check by hand: each tender's time, whether it arrived first or cascaded after another provider's refusal, acceptance, the broker's position inferred from timing where the routing guide is not shared, primary tender share, acceptance when first against when cascaded, on-time on the loads moved, the case for primary with the incumbent's rejection rate from the shipper's data, and the assertion that tenders equal first plus cascaded, so a reader can reproduce every figure and then run it on their own tender log.
17 Sept 20263 min readThe complete reach and frequency calculation on ten pharma target accounts over one cycle, small enough to check by hand: each account's dated access status, the calls logged, reach and frequency over all accounts against reach and frequency among accounts that can prescribe, the calls spent on blocked accounts, the open-access accounts with no call, the account whose access changed mid-cycle, and the assertion that targets equal open plus restricted plus blocked plus unknown, so a reader can reproduce every figure and then run it on their own call log and access file.
17 Sept 20263 min readThe complete season watch calculation on five accounting clients, small enough to check by hand: each client's usual start date from the last two years' time entries, the margin, today's date, whether this year's engagement has a time entry yet, days late, the deadline, the split into the deadline-at-risk list and the possible-attrition list, the client marked closed who drops off, prior-year fees as the ranking, and the identity that every client with a recurring engagement is in one state, so a reader can reproduce every figure and then run it on their own practice management export.
17 Sept 20263 min readThe honest answer to what share of a sales book should be covered: it depends on what counts as a touch on the desk, on the cadence each account is owed, and on whether coverage is measured by account count or by the value in the accounts. This page gives the ranges by desk, the three measurable things that set the right figure for one team, and the table to compute before anyone quotes a percentage.
17 Sept 20263 min readThe honest answer to what share of a customer base should be dormant: it depends on the threshold, which depends on each customer's own order cadence; on the desk's normal, from weekly foodservice to annual capital equipment; and on the value in the dormant accounts rather than the count. This page gives the arithmetic that sets the threshold, the ranges seen by desk, and the table to compute before anyone quotes a percentage.
17 Sept 20263 min readThe honest answer to what hit ratio a sales trading desk should run: the 20 to 40 percent figures quoted on credit and rates desks depend on the product, on whether the ratio is by inquiry count or by size, and on the client mix, because a desk that is in competition on every inquiry from a large client will run lower than one that sees only the inquiries it is likely to win. This page gives the ranges by product, the three measurable things that set the right figure for one desk, and the table to compute before anyone quotes a percentage.
17 Sept 20263 min read